Distributor Roundtable: Margin Mapping
Tom Bamrick, Ingram Micro CE: A major focus in 2013 for IMCE is to provide our partners with time-saving solutions and high-margin accessories. IMCE recognizes that saving the installers/integrators time is helping them to become more profitable.
One example: Supplying solutions like grip-locking HDMI cables, that insure cables that are installed stay connected. Also, offering relevant accessories such as tools, connectors and cables should enable the dealer to increase overall order sizes as well as increase the margin potential of each order.
Rich Taylor, Parts Express: Parts Express has been developing exclusive brands that protect an integrator from being over-shopped while providing them with the profitability and margins they need to grow and thrive in a tough economy.
Our Dayton Audio brand includes popular audio items that have been developed to provide brand-name quality and performance at a cost to the dealer that allows for increased profits. These include a range of audio amplifiers, finished and raw speakers, along with test and measurement devices that can be used by installers to optimize the performance of their sound installations.
To support these brands we have produced comprehensive videos and installation manuals combined with product technicians on staff—real people—who assist with questions concerning all of our products and how to best incorporate them into specific applications. We want the integrator to know that he stands on solid ground when doing business with us.
Bill Stewart, Petra: Petra provides many supportive services for its integrators that can impact their bottom line. We help integrators by utilizing sophisticated methods of forecasting to keep them stocked with the latest products on the market at the lowest prices. We also offer integrators flexible payment options, freight discounts, just-in-time inventory and fast transit to either coast.
Dennis Holzer, PowerHouse Alliance: Offering and emphasizing the need for training in newer categories. These trainings expose them to more categories, higher-end products, additional install opportunities, better margins, and lastly, some of which also include recurring revenues.